ผู้ทรงคุณวุฒิอาจารย์พงษ์สันติ์ ฉัตรชัยเรืองศรี

คณาจารย์ผู้ทรงคุณวุฒิ

ผู้ทรงคุณวุฒิคุณพงษ์สันติ์ ฉัตรชัยเรืองศรี

คณาจารย์และผู้ทรงคุณวุฒิในโครงการ Mini Entrepreneur

ผู้เชียวชาญพิเศษฝ่ายงานขายส้ินค้าอุปโภคและบริโภค

PERSONAL DATA

MR.PHONSUN CHATCHAIRUANGSRI

MASTER DEGREE : GENERAL MANAGEMENT MAHIDOL UNIVERSITY

24 YEARS FOR SMART AND PROFESSIONAL IN SALES & KEY ACCOUNT

 

EXPERIENCES

KAO COMMERCIAL THAILAND

YEAR 1995 – 1999

FROM MANAGEMENT TAINEE>KEY ACCOUNT>GROUP ACCOUNT MANAGER.

          The first step in consumer goods I had starting learned about the commercial system such as Trade marketing , Sales and supply chain until got the great opportunity to take care Hyper market channel : Skin care Household Detergent category etc. my responsibility and accountability such as

  • Establishing and ongoing develop strong business relationships with key customers such as Tesco and BigC etc.

  • Developing effective key account members as well as coordinating advise and identify sales opportunity, activities to achieve sales target.

  • Monitoring activities of point of Purchase and evaluate sales activities.

  • Analyzing sales statistics gathered to determine sales potential including improve service level.

  • Coordinating with Marketing Department to drive in-store execution and implementation of all activities, promotions and new products launch.

  • Analyzing market information, trends, competitor’s movement and sales performance for overall improvement.

  • Coordinating with category management team to build category for Detergent and Sanitary category.

 

SINGHA COMPAY LIMITED

YEARS 2000 – 2002

SALES MANGER MODERN TRADE

          As a leader of MT channel I have to take care all MT channel and team member key account Beverage Noon Alcohol Category my responsibility and accountability such as

  • Develop and implement sales strategy in order to achieve company’s goal objectives top line and bottom line.

  • Monitoring activities of Point of Purchase and evaluate sales activities.

  • Analyzing sales statistics gathered to determine sales potential including improve service level.

  • Coordinating with commercial team to drive in-store execution level and implementation of all activities, promotions, promo girl cheers, display contest,   or new products launch activities etc.

  • Monitoring activities of Point of Purchase and evaluate sales activities.

  • Analyzing sales statistics performance to determine sales potential tracking record and manage AP budgeting, in order to deriver PL.

  • Coaching key account team to work smart and understand structure commercial selling process.

 

CP ALL COMPANY LIMITED

YEAR 2002 – 2003

CHANNEL AND BUSINESS DEVELOPMENT MANAGER

          As a Channel and business Development I have to take care new project under namely 7-eleven smart card responsibility and accountability such as

  • Launching and Planning 7-eleven card project, Provide knowledge business opportunity for stores retailing and proposed project to key suppliers in order to getting to know the project.

  • Recommends actions by analyzing and interpreting data and making comparative analyses; studying proposed changes in methods how to launch card and turn to member card including reload cash on top etc.

  • Recommends actions by analyzing and interpreting data and making comparative analyses; studying proposed changes in methods and behavior of card holder.

  • Set up marketing campaign for card holder reload cash on top, coordinating with commercial team to drive and launch activities execution level including implementation of all activities, promotions to engage consumers and shoppers.

 

BERLI JUCKER PUBLIC COMPANY LIMITED

YEAR 2004 – 2014

FROM GROUP KEY ACCOUNT MANAGER > SALES > MANAGER > ASSOCIATE SALES DIRECTOR > SALES DIRECTOR.

          As a leader of MT channel I have to take care all MT channel and team member key account both Snack and Beverage Category my responsibility and accountability such as

  • Monitoring sales and distribution performance, particularly top line and bottom line performance by customers.

  • Regularly visiting customers in order to identify sales and root cause of improvement.

  • Leads and development win-win business plans by key customers and consider number base on sales and profit.

  • Monitoring compliance of in store execution level and point out room of improvement such as product availability, display, cross promotional or trade up category.

  • Develops and pre-evaluates corrective action plans for 5P activities; seeks approval and executes as required.

  • Collects information on the external environment particularly competitor activity during the promotion period, NPD launch plan or activity high light etc.

  • Conducts post-evaluation analysis based on activity details and compares results with pre-evaluation analysis, explaining any potential differences.

 

YEAR 2014 – 2016

          I got career path and challenge to take care of General Trade and Cash VAN

          As a leader of Sales Head I have focus on new development of GT and Launch BJC 50 Vans Sales in Thailand by take care Foods Division my responsibility and accountability such as

  • Monitoring sales and distribution performance, particularly top line and bottom line performance by regional including re-structure, identify roles and responsibility of sales in GT, controlling visit call, hit call, or effective call etc.

  • Set up a priority of wholesaler class A, class B, by utilize customers management system to apply GT customers such as 80:20% focusing on skus or assortment, coaching supervisors and sales to implement and present CBP and rolling by Month, Quartering in order to achievement as company alignment.

  • Identify and always point the key important of distribution cover rate including find new opportunity open new vender customers medium and small potential.

  • Start up to use sales forecast accuracy to implement for GT Channel base on key customers and regional forecast, drive productivity, continuous service improvement and resources optimization to improve costs and efficiency as well.

  • Coaching GT team to analysis sales data from ACN what is key opportunity and lose opportunity for improvement.

  • Implement MODERNIZE SALES TEAM by lead Sales training module MT knowledge, system, process, customer landscape and structure commercial selling process etc.

  • I have opportunity to kick off and launch plan “BJC VAN SALES” 50 vans to full fill a gap and opportunity in UPC which BJC has not appointed Distribution.

  • Set up KPI of Van Sales for example distribution dropped point, opening new small customers, and implement MOMADO focus SKUS every month and rolling to cover all regional in order to improve distribution rage.

  • This stage period I have to take care sales admin for ordering process, CN billing and control credit by customers as well.

 

YEAR 2017 – PRESENT

          BJC has re-structure between Food and Noon Food Division by combined one division this time I got assignment to take care MT channel all category by handle sales revenue6, 000MB is the biggest contribution in company which take care all category such as Household Tissue Personal care Snack Beverage and stationery etc.

 

SUMMARY PROFESSIONAL EXPERIENCES

24 YEARS EXPERICENCES I HAVE MANY AND VARITIES ACTIVITIES FOR CHALLENGING MY CARRER PATH, I HAVE LEARING AND IMPLEMENTING KEY BUSINESS OPPORTUNITY IDENTIFY WHAT IS ROOTCAUSE, WHAT IS BIG OPPORTUNITY, SET UP STRUCTURE, TARGETED KPI ACHIEVEMENT BELIEVED THAT MY EXPERIENCES AND COPETENCY VERY STRONG EXPERT IN SALES MANAGEMENT MT, GT AND CASH VAN SALES.

 

SKILLS

  • Expert in communication and coaching skill

  • Sales Trainer and public speaking

  • Well understanding both Distributor roles and manufacture roles.

  • Expertise in commercial roles

  • Data analysis and base on key information Account Management focus TOP&BOTTOM line